Lead Generation

ALSO CALLED:
IT Lead Generation,
IT Leads Generation,
Sales Lead Generation,
Sales LeadsDEFINITION: A lead, in a marketing context, is a potential sales contact: an individual or organization that expresses an interest in your goods or services. Leads are typically obtained through the referral of an existing customer, or through a direct response to advertising/publicity. A company's marketing department is typically responsible for lead generation. Pursuing and closing leads normally falls to the
Definition continues below.

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In this report, Matt Heinz, President of Heinz Marketing and his fellow thought leaders demystify lead nurturing, offering best practices that you can follow when developing your own winning program.

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Well-executed, lead management strategies can produce significant savings, reduce time spent in the funnel, and bring sales and marketing into closer concert -- so what constitutes a solid lead management strategy?

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A content marketing strategy doesn't create itself. It's the result of clear intention, careful planning, and focused execution. These six best practices can help you develop and deploy effective strategies for content marketing across all channels and buying cycles.

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The primary mode of growth for most technology provider businesses is by good, old word of mouth. Yet, many businesses have not established an official referral program to capture as many referrals as possible. Check out this guide to find the proven best strategies for creating the perfect referral program for your business.

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In this insightful resource, explore how to adapt your marketing and sales processes in order to meet the needs of the modern buyer and learn the three most important changes you need to make to increase marketing and sales effectiveness.

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Sales organizations are looking to improve lead management, but it's not always easy with constrained budgets, time, and resources. Check out this helpful resource to explore how to design a realistic path to improved lead management so that you can start seeing ROI immediately.

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Discover best practices to identify your most likely buyers as well as the automated tools you need to accelerate projects throughout the entire buying cycle. Also, learn the seven steps you can take to improve lead progression rates and avoid stalling late in the sales cycle.

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Marketing automation offers many benefits to an organization, but it also requires a certain degree of readiness. Take a look at this checklist to determine if your company is ready to use marketing automation by evaluating your marketing initiatives in 10 key areas.

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The goal of this guide is to arm B2B marketers with the ultimate resource for lead nurturing, whether you’re just starting to think about lead nurturing in your business or are looking for ways to enhance and optimize your existing programs. Read this definitive guide to learn more.

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In B2B marketing, small changes can mean big differences to the success of marketing programs. But just because you met the plan goals does not mean the program was as successful as it could have been. The secret to getting the most out of your campaigns is to optimize continually - pre-click, post-click, and post-conversion.

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Read this paper to learn about sales intelligence-- the external sources of information that a company uses to enhance sales force effectiveness. This Aberdeen Group report offers tips from best-in-class companies, including best practices related to data quality, sales force automation, and CRM solutions.

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In this paper you will learn how the roles and responsibilities of marketers has evolved since the web has become a big part of your customer’s buying process. Read on to learn how you can optimize lead nurturing to pump up your sales pipeline.

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This guide will show you five steps you can take to turn the creation of customer-centric content into a core competency and map that information for right-time delivery that keeps your prospects focused on the success you can help them achieve.

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Lead scoring is often touted as the new secret sauce that transforms marketing from art to science. This guide will walk you through the process step-by-step, ensuring you have just what you need to drive continuous lead engagement, satisfy the needs of your salespeople, and play a key role in the generation of revenues.

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Google and TechTarget teamed up to research the usage and interactions between search and online media during the IT purchase process. This research offers insights on making the right choices of keywords and online content for your online marketing plan.

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This white paper examines research that reveals how sales and marketing professionals who use collaboration and Sales 2.0 tools gain a competitive advantage over their peers who do not use them.

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This white paper explains the importance of lead nurturing–in the lead management process. It discusses best practices for nurturing leads in today's competitive business environment, and offers advice for implementing a lead-nurturing program.

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It's estimated that up to 50 percent of visitors to landing pages will bail in the first eight seconds. This evaluation explains how putting more effort on nurturing recipients once they hit those landing pages would be time and money well spent.

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In this session, Bill Crowley, VP, Group Publisher of Windows Media and Data Center Media, TechTarget, provides key insights on the opportunities within the data center market, and illustrates how to best penetrate this market t...

LEAD GENERATION DEFINITION (continued): company's sales department. For example, a vendor will display their wares at an industry trade show, hoping to attract the attention of qualified buyers attending the exhibit. Each inquiry for more vendor information would be a "lead," which might subsequently be developed into a sale.A company's lead generation efforts and its approach to dealing with leads can significantly impact its success in the marketplace. To that end, most organizations try to establish effective practices involving:lead generators: any marketing-related activity intended to publicize the availability of a Lead Generation definition sponsored by SearchITChannel.com, powered by WhatIs.com an online computer dictionary

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